Account Executive

Job Title: Enterprise Account Executive

Reporting To : Chief Revenue Officer

Member of : Sales Group

About Us:

Platform9 delivers simplified cloud operations and cost optimization solutions.

We work with DevOps and FinOps teams to streamline cloud operations and reduce cloud spend using a SaaS management plane, software automation, and a proactive-ops approach with certified experts.

The future for Platform9, for our customers, and for our team is about as bright and exciting as it gets. It’s the best time to join our highly collaborative, friendly, and rich learning environment. We have a high energy start-up culture. We value customer obsession, innovation, openness, bias towards action, and speed and we are looking to add a seasoned enterprise account executive to our tight-knit and energetic sales team

Position Summary:

The primary responsibility is to create new opportunities, and to drive and capture opportunities to generate net new revenue in his/her defined territory.  To achieve that, the AE must ensure appropriate levels of activity in each stage of the sales process and appropriate levels of effectiveness in each activity of the sales process.  Working closely with PreSales Engineers and other team, the AE will fully embrace a consultative selling approach, delivering value and insights to prospects.  Taking ownership from lead to close, the AE will drive the sales strategy and all activities associated with each phase.  

The AE will be business minded and develop a sales/business plan outlining how to meet or exceed revenue target in given territory, for each fiscal year and quarter.  The AE will take pride in timely and accurate reporting of the state of their business.

Roles and Responsibilities:

Create and capture opportunities:

Create new opportunities to increase the size of the opportunity pipeline, through prospecting and lead follow through.

Qualify leads and prospects to ensure the opportunity pipeline is of high quality, 

Engage with C-level, VP-level and Director-level 

Differentiate by engaging in high value conversations, providing insights on why prospects are not achieving the results they desire, evidence-based proof points for available remedies, risks to be mitigated, approaches for achieving desired results

Qualify and report the reasons that the prospect should change, wants to change and their commitment to change

Drive opportunities through the sales pipeline to successful closure

Develop sales strategies, account plans, and win plans for opportunities in the pipeline

Understand and execute each phase of the sales process with excellence

Identify and qualify the prospect’s consensus team and their influencers

Understand the ‘food chain’ of the prospect’s consensus team members

Map our executives to the appropriate consensus team and/or influencers

Exhibit high quality negotiation skills, ensuring business fundamentals are achieved for price and TCs

Exceed monthly, quarterly and annual quotas and KPIs 

Product Knowledge/Industry Expertise:

Obtain and maintain a complete knowledge of our narrative, target market, problems we solve, results we deliver, product and service we offer

Obtain a good understanding of prospect’s business, products and services. 

Keep current with the latest industry trends and news. 

Discipline/Admin/Pipeline Hygiene:

Maintain and track all details of leads and opportunities in Hubspot and appropriate tools

Utilize Hubspot and appropriate tools to properly track and report sales progress

Forecast accurately

Attend sales meetings and training programs.

Prepare appropriately to achieve excellence in meetings and deliverables

Consistently punctual and professionally groomed

Resourceful/Team Player:

Effectively leverage internal resources such as Sales Engineers, Inside Sales, Consultants, selected partners and Executives to successfully generate leads, create opportunities and capture new revenue 

Preferred Qualifications and Skills:

Excellent verbal and written communication skills, with strong presentation skills

Network on C-Level and VP-level

Ten years B2B enterprise sales experience, demonstrating success in net new software sales 

Demonstrable track record of success with $2M + quota and $250K+ deal size;

Exceptional prospecting skills

Industry experience selling virtualization and containerization platforms and/or cloud native modernization solutions and/or container management and orchestration solutions.

Background selling VMWare virtualization solutions preferred

Start-up sales experience or Start-Up attitude preferred

Sales 2.0 skill-set: use of Hubspot, LinkedIn SalesNavigator and similar tools;

Must be prepared to travel

Must be self-motivated, able to handle high-pressure situations and able to work in a target-oriented environment

Experience with Elite Sales Strategies (see books authored by Anthony Iannarino) is preferred

Bachelor degree in Engineering, Computer Science or similar is preferred.

Benefits and Perks:

Employees today are looking for companies that truly care and recognise their whole person. Platform9’s benefits and perks have been carefully designed to ensure that we take care of an employee's emotions and physical well being. Many of our benefits extend to families, who form  a significant part of our well-being at work

Please note, benefits change by country.

Competitive Compensation and Equity

Medical Healthcare for you and your family

Generous Time Off Programs Annual year end Shutdown 

Hybrid Work Model

Professional Development/ Global certifications

Reward and Recognition Programs

Team Building Activities

Hackathon 

Company Wide Programs.

Our benefits have been carefully selected keeping in mind employees requirements and personal situations now and for the future.

(Salary Range: $150,000 - $175,000 base + variable + equity)

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